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Account Director Defence & Intelligence

Date: 02-Mar-2023

Location: ACT, Australia

Company: Singtel Group


So, why Optus?

At Optus, we don’t sit back and let the future happen to us - we’re out there making it. By expanding into new technology and relentlessly improving every day, we’re creating a better tomorrow for all Australians. We believe in the strength of a vibrant, diverse and inclusive workforce where backgrounds, perspectives and life experiences of our people help us innovate and create strong connections with our customers.



About the role:

The Account Director, Defence and Intelligence has ultimate relationship and engagement accountability across all Defence and Intelligence customers in Federal Government. In doing so the requirement will broadly be to grow OE and Group Enterprise capability to service and grow Defence and Intelligence Accounts such as Department of Defence, Australian Signals Directorate, Defence Intelligence organisations.  This encompasses developing business and growing revenue, profit, market share and return on capital and the development of innovation as part of the product development lifecycle via early adoption, anchor tenants.

In conjunction with being the account sales lead, the Account Director, Defence and Intelligence will be responsible for growing and maintaining the customer base – accountable, with other functional leads, for:

  • Leading an outstanding customer experience,
  • Leading and developing the Strategic Capability of the Defence and Intelligence customers in Federal Government, 
  • Developing true C-level relationships,
  • Leading business-based strategic conversations with customer executives,
  • The development and leadership of a team of Account Managers, Business Development Managers, sales specialist and Customer Account Executives, 
  • Providing leadership and guidance to other resources required to manage or influence revenue, costs, capability development, programme development and delivery, and
  • Leveraging existing capability and direction into Whole of Government capability and solutions, as appropriate.


The role will be focused on engaging with the group executives and IT line management of customers and our partners to build out the trusted environment the account, project and service delivery teams can execute within.  Within the Defence customer base and Defence industry the role will be the spokesmen for our growing ICT, Managed Services and core network and mobile capabilities.

Working across the entire Leadership Team in the Federal Government vertical, this role is responsible for the achievement of the Defence growth strategy through all aspects of the business – leading a cross-functional, yet virtual, management team covering business development, management of sales activities and delivery of product/services leading to profitability and growth in line with the Annual Operating Plan.

The successful executive must possess 8-10 years of relevant experience, at scale, and have demonstrated strong leadership, change and transformational capability; able to influence and lead, through persuasion, the most senior executives. C-level experience is critical, initiative, change, self-determination and drive are critical attributes of the role; supplemented with strong planning skills coupled with a strong ability to create and execute strategy and problem solving for solution development.


To be considered for this role, you must demonstrate:

  • Extensive experience (8-10 years minimum) in a Government Business environment. This experience may be in customer service / sales / technical / marketing or finance roles
  • Five years plus experience in business to business sales in government
  • A consultative selling style with the ability to sell technical products and complex business solutions



Professional/technical skills:

  • A high level of business acumen with the proven ability to communicate effectively with C level management within a large, complex organisation
  • Highly Seasoned sales professional with strategic account management experience


Optus is a place where we let you do you. Whether you’ll be working in our corporate offices or in a retail store, we're a highly collaborative workplace, and offer a range of perks such as:

  • A competitive salary
  • Discounts on products and services
  • Ongoing training, mentoring and development opportunities
  • Up to five days of Volunteer Leave per year
  • Blended Ways of Working


We understand that flexibility means different things to different people. We're proud to offer a variety of options to work in different ways, such as our Blended Ways of Working and job share. Our Blended Ways of Working lets our people work across home and our offices. Please talk to us about how we can make this role work for you.


Curious about our culture? Go behind the scenes with our people by searching #OptusLife on LinkedIn.